Here’s a new twist on an old classic, The 12 Days of Christmas that’s designed to help sellers improve sales and close a big deal before year end. This new and improved, sales version is called The 12 Days of Selling. Follow the step each day (starting today) and great things will happen. Feel free to hum along as you read:)
On the 1st day of selling you should, select 5 new business prospects.
On the 2nd day of selling you should, develop a trusted and valued plan for each prospect.
On the 3rd day of selling you should develop, a valid business reason for each prospect.
On the 4th day of selling you should, send your personal marketing resume to each prospect.
On the 5th day of selling you should, send an introduction email to each prospect (use your VBR).
On the 6th day of selling you should, call each prospect and set a needs analysis appointment.
On the 7th day of selling you should, send follow up emails to the prospects you did not connect with.
On the 8th day of selling you should, prepare for the needs analysis meetings.
On the 9th day of selling you should, make another round of phone calls to those you could not reach earlier.
On the 10th day of selling you should, conduct some needs analysis meetings.
On the 11th day of selling you should, develop some solutions and no-surprise proposals.
On the 12th day of selling you should, present some no-surprise proposals and close at least one deal!
It’s never too early to get in the holiday spirit—it’s never too late to close a big deal and start improving sales performance!
Kurt Sima is VP/Sr. Consultant at The Center for Sales Strategy that enjoys helping organizations with leadership development and solve complex business problems by creating business models designed to achieve growth strategies.
2 Responses to The Secret to Improving Sales by Closing a Big Deal Before Year End
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[...] The secret to closing a big deal before year end [...]
I love this plan! A great idea to put into place as a team contest or an individual challenge
to help rev things up. Each of the steps are simple enough to keep up on and makes sense to just start with five prospects!